When you are making a presentation to a group of people, be aware that you should still sell to them individually, not just as a group. Since walking into a roomful of people doesn’t give me the chance to find out everybody’s favorite mode of thinking so easily, I make sure I use all three modes throughout my presentation. I always try to illustrate my points with whatever visual material is most appropriate: slides, videotapes, brochures, and drawings. I try to tickle their ears with some alliterations and word play. For example, instead of saying, “Even those fools who think they’re above it all will go for this,” I like to say, “Even a sharp college boy like me who was senior class president twice will go for this.” Another favorite, when I’m referring to difficult economic times: “Even those who never intended to pay aren’t buying.” Life insurance - like renew life - covers the worst-case scenario, but it is also important to consider how you might pay your bills or your mortgage if you could not work because of illness or injury.
To build rapport with the kinesthetics in the group, I try to sprinkle my presentation with physical participation: I ask them to raise their hands in answer to certain questions. To emphasize a point, I ask them to touch or tap the person next to them. Even writing out something works well, because it gets them to do something physical. A life insurance product like renew life can pay your dependents money as a lump sum or as regular payments if you die.
If someone in the group asks me to clarify something, for example, “I don’t know if I understand this,” I try to answer by saying: “Here’s the way it should look,” then, “Does this sound good so far?” and “If anyone can’t get a handle on what I’m saying, please raise your hand.” By going from one mode to the next during the course of my presentation, I keep everyone involved at all times. I am also performing that important function: checking to ascertain that everyone is still with me. Life insurance products such as renew life are designed to provide you with the reassurance that your dependents will be looked after if you are no longer there to provide.
PowerPoint slides are always a good visual selling tool for multiple clients. You can use slides to great effect even if you are selling to only two or three people. Just be careful not to darken the room too much, which could cause your clients to fall asleep. I find that a happy medium works best. The room is light enough so that clients aren’t lulled into the sense of isolation that darkness brings, yet dark enough to bring out the colors and shapes of slides or transparencies. No one likes to think about a time after they have gone, but life insurance like renew life reviews could offer reassurance and comfort to you and your loved ones for this situation.
When using slides, avoid using black and white. Black is significantly associated with death and dying. White is very hard to see, and will make adjusting the lights that much more difficult. And it’s very important to make sure that you turn the projector off before switching transparencies. You want to avoid letting your clients be forced to look at the projector’s bright light when there is no transparency in it.
It takes patience and a little practice, but once you are used to picking up on cues, communicating in a customer’s preferred mode becomes second nature. Always remember: Read your customer’s cues, keep checking yourself throughout your presentation, and switch modes if you have to. When you are comfortable doing these things, you are ready to learn even more sophisticated and powerful techniques of building rapport and selling to your customers.